Canlan Sports is the largest private sector operator of recreational sports complexes in North America. The company's success in the recreation-entertainment & hospitality industry is attributed to a combination of innovative programming, service delivery leadership and world-class complexes. We understand our customers' need for service excellence and are committed to it.

Job Summary

Entrepreneurial and passionate about selling a sports and recreational experience with a truly differentiated competitive advantage, the Sales Manager develops and executes sales strategies, manages customer relationships and oversees sales processes executes sales strategies within their Sports Complex and leads the Sales and Events team to increase Sports Complex revenue and provide a best-in-class recreational customer experience.

The Sales Manager is responsible for identifying and generating new leads, conducting local market analysis and competitor trends, acquiring new customers, growing and retaining customers and implementing effective sales strategies that drive revenue growth. The Sales Manager works closely with marketing and their operations colleagues to identify new opportunities and align strategies that improve overall sales performance in their sports complex.

Accountabilities

This role is accountable for:

1. Community Programs + Event Sales planning execution
2. 3^rd Party contracts
3. Sports Complex Surface flow management with General Manager with support from the Director of Sales.
4. Development & Execution of the sports complex marketing plan with support from the Director of Sales.
5. Maximize, monitor, and reporting on Ice/Surface Utilization
6. Generate leads sales materials around the sports complex are on brand, up to date and monitored daily
7. Surface booking contract creation with terms and signatures.
8. Analyze sales data and market trends to identify opportunities and areas for improvement
9. Ensure compliance with company sales policies and processes as per Sales Playbook
10. Collections of all outstanding Account receivables.

Leadership Competencies and Responsibilities

1. Sales & Revenue Development
   1. In collaboration with the General Manager and the Regional Director of Sales, identify, grow, and/or retain new/existing customers and opportunities for the sports complex, working with their team primarily focusing on the following areas: Community Programs, 3^rd Party contracts, Tournaments and Spot Surface Sales.
   2. Under the leadership of the General Manager and in partnership with the Regional Director of Sales utilize the Sales/CRM software to generate and track selling cycle of prospects through the various stages of the selling cycle.
   3. Take the lead in the development and execution of a fully integrated direct sales strategy for the Sports Complex, ensuring a proactive and aggressive approach to new customer revenue development.
   4. Identify new customer sales opportunities and implementation strategies in regards to Community Programs, and Spot Surface Sales.
   5. Whenever possible or required, provide support to sports complex Food & Beverage and Sports Shop to develop new revenue opportunities, resulting from the acquisition of new customers and increasing share-of-wallet (SOW) with existing customer-base.
   6. Whenever possible or required, provide support to sports complex Youth League and Program Manager to develop new revenue opportunities with Programs and Camps, resulting from the acquisition of new customers and increasing share-of-wallet (SOW) with existing customer-base.
   7. Provide feedback to Regional Director of Sales to ensure optimal development and delivery of programs and initiatives to drive new customer and revenue growth opportunities.
   8. Identify, develop, and foster relationship opportunities within their market through contact, to create new customer revenue opportunities and maximize revenue from existing customers.
   9. Management and maintenance of the CRM operating system, pertaining to areas of responsibility.
   10. Input into the monthly and quarterly review process to analyze the effectiveness of the surface sales plan.
2. Identify and Generate New Leads
   1. Conduct market research and competitive analysis to identify potential customers and target markets including pricing trends.
   2. Generate leads through networking, local community outreach, cold calling, social and email campaigns; Qualify leads to determine viability and effectively close to drive new revenue.
   3. Qualify leads to determine their viability
   4. Implement sales strategies as outlined in Sales Playbook to close leads and convert to new customers
3. Marketing
   1. Where required, collaborate with the Regional Director of Sales and Marketing Team in the execution of on-site branding and local advertising initiatives including all existing Canlan Sports assets and identify new opportunities where possible.
   2. Ensure compliance with Brand Integrity and Standardization within the sports complex in accordance with all identified Canlan Sports Central objectives associated with key Canlan Sports product brands.
   3. Partner with the Regional Director of Sales and the GM in the development and lead the execution of the sports complex-based sales and marketing strategy, ensuring alignment with the overall Canlan Sports Central plan.
   4. Lead community outreach initiatives with community activations and outreach to customers “outside of our four walls.”
4. Customer Relationship Development
   1. Ensure consistent delivery of Canlan Sports products and services to exceed established levels through a variety of ways including regular audits and strict adherence to standard operating procedures.
   2. Provide feedback to the General Managers, and Regional Director of Sales, as well as various Product Managers and Directors to ensure Sports Complex customers experience is “best-in-class”.
   3. Takes primary ownership of customer relationships at Sports Complex level for the purpose of revenue maximization and long-term business sustainability.
   4. Provide support for in house and third-party tournament initiatives in collaboration with Product Teams and third-party customers.
5. Decision Making and Work Management
   1. Work with the General Manager and the Director of Sales in the development of Sports Complex annual master surface plan, maximizing all opportunities such as Public Programs, Spots, Special Events, and 3^rd party contracts.
   2. On a consultative basis provide feedback and assistance to Food & Beverage and Sports Stores, to ensure sports complex goals are achieved.
   3. Support Senior Leadership and the Director of Sales in developing and implementing the overall Annual Operating Plan, Marketing Plan and Sales Plan.
   4. Review and provide variance explanation on the monthly financial statements, as they relate to the Sales Managers responsibilities in the Sports Complex Annual Operating Plan targets and recommending and/or implementing corrective actions.
   5. Provide input, where deemed to be appropriate, with regards to reporting, strategy, and analysis to meet or exceed the annual operating plan.
   6. If required, support the Office Manager or General Manager in the accounts receivable process for surface sales and public programs.
   7. Generate and distribute daily spot surface schedule.
   8. Upload available ice/surface and rates to Canlan Sports websites and other industry sites where appropriate.
   9. Track and report on lead management activities and results
6. Team Management and Development
   1. Fosters an environment that encourages full contribution to the overall company objectives.
   2. Collaborate with staff to maximize their contribution to the operation of the Sports Complex and overall customer care.
   3. Ensure effective communication and working relationships with all stakeholders and resolve conflicts between stakeholders when required.
   4. Manage ongoing direct reports' team development and performance in line with company policy, Play Book and standards including conducting performance reviews, establishing KPIs, and implementing corrective action.
   5. Effectively recruit, select, and hire team members as required.
   6. Uphold and ensure all team members adhere to The Canlan Sports Mission, Vision and Culture Statements, The Canlan SPORTS Promise, company policies, standard operating procedures, best practices, and reporting systems.

Operational Responsibilities

1. Safety
   1. Adhere to all Risk Management policies and procedures as governed by legislative requirements.
   2. Comply with and support the Sports Complex Health and Safety Committee. Enforce Health and Safety Standards with team members to ensure a safe working environment and a safe customer environment for the sports complex as detailed in the Risk Management checklist.
   3. Ensure all department staff are trained in emergency response (as relevant to their role) including implementation, location and use of Sports Complex Emergency Plan, Incident Reports, First Aid Kit, Eye Wash Station and Defibrillator.
   4. Is and ensures all team members are "WHMIS" / ”HAZCOM” and "Workplace Violence" trained before first shift.
   5. Uphold and implement appropriate use Personal Protective Equipment (PPE) when required.
   6. Ensure maintenance and cleanliness of customer areas and escalate any unsafe Health & Safety conditions
2. Energy & Environmental Management
   1. Support energy management initiatives and policy.

Qualifications and Education

• Post-Secondary school diploma or degree in Business, Marketing and/or Recreation.
• Completed both the APQ and SCQ training an asset.

Abilities, Attributes and Experience

• 3 years minimum of previous sales experience within a sport and/or recreational environment.
• Demonstrated Leadership and ability to motivate, coach, and a mange a team working towards strategic goals
• Critical thinking to provide solutions matched with strong communication, consultation, and presentation skills.
• Customer Service focus, strong follow-up skills and an ability to deal with tact, diplomacy, and confidentiality.
• Strong negotiating skills with ability to effectively turnaround objections, work around business obstacles and close sales.
• Basic accounting or budget experience, including the ability to manage expenses, track revenue, and identify where areas of opportunity and weakness exist.
• Ability to work independently and in a team environment with excellent organizational and time management skills.
• Working knowledge of MS Office Suite, CRM, and Database Management.

If you are interested in this role, please apply online

NOTE: Only those applicants under consideration will be contacted. Please accept our utmost appreciation for your interest. We are an Equal Employment Opportunity employer. Employment decisions are based on merit and business needs, and not on race, color, creed, age, sex, gender, sexual orientation, national origin, religion, marital status, medical condition, physical or mental disability, military service, pregnancy, childbirth and related medical conditions or any other classification protected by federal, provincial, and local laws and ordinances. Reasonable accommodation is available for qualified individuals with disabilities, upon request. This Equal Employment Opportunity policy applies to all practices

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